The #1 way to add value

There is a massive amount of chatter about the idea of adding value to your customers. Most of it seems to come from MarTech startups churning out content to try and rope in buyers in Sales, Business Development, and Marketing. Tons of people saying, "make a better product", "improve your customer service", "go faster", "give … Continue reading The #1 way to add value

Impact/ROI analysis for prioritizing projects

Like most sales teams, ours has a massive backlog of project work. Enhancements to our CRM, changes to our sales process, training development, territory redesign, you name it, it just keeps coming. How can you compare the expected benefits of each project to help prioritize? I look at one metric: time saved per sales rep. … Continue reading Impact/ROI analysis for prioritizing projects